First Show, Can I Get Advice from the Vets?

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I am gonna do the AG Russell show this summer, and it will be my first one. Basically I am looking for general pointers and things to avoid. What works for you and what was a waste of time?

Right now I am planning to have 20 knives completed and I will have a trusted and knife savvy friend to help me watch the table.
 
I asked this question right before my first show. I don't have a lot of shows under my belt, but the best advice I got was to bring a rag, because people spit when they talk. After they walk away, wipe off your knives, otherwise you will have little spit-spots all over them. The friend with you is a great idea. I usually bring about 12 -18 knives, so you are in the right vicinity. Some other makers have as few as 5 and as many as 35 knives on the table. I find about 14-22 or so to be a good range. I am not an expert on shows as I do one show once a year. It is fun and I highly recommend it. I cant wait until October of this next year.
 
I wouldn't call myself a veteran but I did three shows last year and noticed a number of things:

Don't put too many knives out; too many knives equals "what's wrong with his knives".
Make your best and take 10.
Stand up; be on the same level as those stopping at your table. It seems that those that sit get walked by.
Open your mouth; greet everybody with a Good Morning/Afternoon; it seems that people immediately stop and look/talk. Keep your mouth shut and they walk on by.
"Display" your knives. Some use pieces of cloth, wood, etc. to frame your knife or lift it off the table.
Take hand sanitizer; my first show I caught something that took a month to get over.
Don't eat at your table, people will avoid you.
Did I mention take less make them your best!
 
Smile and greet everyone.
A lot of times the least likely looking people end up being the ones to spend money.
Keep a little cooler under the table with food and drink. Take a bite or sip when no one is looking. You will need it.
Go pee when it is slow or else you will have to go when things are busy.
Don't be discouraged if you don't sell a lot at the show.
I usually have a flurry of increased sales about 2 weeks after the shows.
Don't forget your business cards.
 
Several very good tips, thanks! Please keep them coming.

Do you deal on prices at shows? What do you "decorate" your table with?
 
Doesn't hurt to have a really good photo of one of your knives turned into a post card sized piece with contact info, general bio and some other small photos just to give them an idea of what else you make. The great shot is one side, the rest is on the back. They're not that expensive unless you're handing them out like candy and it stands out more than a piece of paper off a laser printer or just another business card.

I haven't done a knife show but have been involved in shows for other industries. Your primary goal is not sales at the show, it's to be remembered in a positive and professional light. You want the industry media to comment favorably, you want John Doe who walked by once to remember your name and that you looked like a class act even if he wasn't interested right then... you get the idea. You're promoting yourself, not any specific knife on the table.
 
When people ask me something like "can you do any better on the price?"
I will usually reply with "What did you have in mind?"
If I get one of the hard core customers who says "What's your Rock Bottom price on this?"
I would say the same thing, just a little different "Sh@#, I don't know. What did you have in mind?"
Sometimes people just want a small discount so they can feel better about their purchase.
By letting them tell you what they want you have a better chance of making a sale.
If you answer with "I would take $XX.00", they are likely to reply "I'll have to think about it".

I used to get upset when people would ask for a discount.
When I started asking what they had in mind I found them to be a lot more reasonable than I had expected.
Plus, many times they would come back with a friend or to get something else because you treated them well.
 
Burl Source said:
I usually have a flurry of increased sales about 2 weeks after the shows.
Click to expand...

I wholeheartedly agree!

Remyrw said:
I haven't done a knife show but have been involved in shows for other industries. Your primary goal is not sales at the show, it's to be remembered in a positive and professional light. You want the industry media to comment favorably, you want John Doe who walked by once to remember your name and that you looked like a class act even if he wasn't interested right then... you get the idea. You're promoting yourself, not any specific knife on the table.
Click to expand...

Perfectly worded that's why I stressed quality not quantity.
 
You've gotten some great replies here! :)

-#1 rule IMHO- BE YOURSELF. Don't try to be somebody you're not. Hopefully that is a friendly, approachable maker that people are drawn to. The guys that try to be a salesman nearly always come off like a giant tool.

-I think the number of knives you should have is largely dependent on the style of knives you build. If a guy/gal does more simple stuff like small blades with a machine or bead-blast finish and simple thin scales, then having a lot of knives is fine. If a guy is shooting for a higher end market, then a lot of knives on your table makes it look like nobody wants/buys your stuff. For me and the type of stuff I make, I wouldn't want more than 10, but 5 or 6 is a good number.

-Stand up as much as you can. People that are sitting get walked past. I have SUPER flat feet and my feet get sore pretty quick just from standing in one spot... but I NEVER sat down during the entire 3 days of the ABS Expo in Texas a couple weeks ago.

-Even when you get bored to death- and you WILL. ;) Try to stay positive and happy. Guys that LOOK super bored, frustrated, mad.... get walked past.

-SMILE ---- A LOT. :D

-Greet everyone you can. You would be amazed at how many people you'll see that CLEARLY have ZERO intention of stopping.... yet you smile and say, "How are you today?" that suddenly stop, look over your work, and often will end up talking to you for quite awhile.

***The last comment leads me to something that drives me nuts. I am always wishing I could know just what people at a show are thinking about. You'll see a guy who wouldn't stop and look at your stuff if you paid him, and he'll go directly to some other makers table and just "Ooooh and Aaaahhhh" over every knife on his table. It's hard to not wonder, "What didn't he like about my work" or "He must not like my face" ;) :p

-If you take carbon steel knives, WIPE THEM DOWN ALL DAMN DAY!!! When I started I used almost only ATS-34. You could lay them out, not wipe them down, then pack them home away in a drawer without wiping them down, and they'd be fine. Do that with carbon blades and you'll have hundreds of pits in your blades. I don't even wait for the people to walk away. I wipe them down while talking to people--- it's a two fold thing---- 1.) A freshly wipe blade shows off your hard earned finish better 2.) Spit spots are directly from the devil and will eat into a blade in minutes, not hours. :eek: :barf:



There are a few things that really hit Angi and I at the last show. Because of moving into a new house this past summer, we misplaced some stuff---- so at the show I did NOT have a sign (I recommend something simple and clean, not a 20' banner) nor did I have my business cards. It was amazing how many people said they nearly missed me without a sign and how many people actually ASKED for business cards. As frustrating as it feels when you have a guy walking through the show with his 4 and 5 year old sons both collecting 3-4 business cards from every table.... it's more frustrating NOT having any to put out.

-Try not to eat AT your table if you can help it. Even super models are kind of ugly when they eat. Crusty knife makers are downright gross ;) :D Sometime we just can't help it though.... and if it's a choice between looking ugly while wolfing down a sammich or being dull and lethargic because you're starving.... choose ugly. ;) :)

-Do NOT haggle!!! Work to figure out your prices and stick to them. Look a guy right in the eye when you tell him the price, and don't apologize (this is a do as I say, not as I do type of thing). Tim Hancock is always getting on me about this. And he does it masterfully. If I get somebody that asks if I negotiate, I just say, "No, these prices are firm. Thanks for asking." For some guys, it's just in their blood to haggle, even when they think your price is fair!!! If they really persist and don't want to drop it, I usually give them a very matter of fact explanation, something like- "I can appreciate you trying, but the thing is- I'm selling something that I made with my hands, from a pile of raw materials--- these aren't just a product that I ordered from a wholesaler and marked up before putting them out on the shelf--- and they aren't something I dug out of the garage to sell in a yard sale. These knives all represent a lot of blood, sweat, and tears--- so the prices are firm. Thanks :)"

-Another thing I'm better at thinking of than doing :o Mark everything clearly, but keep it simple. Folks see a lot of words (like this post of mine) and they just look past it and end up asking you things that all would have been answered if they read the card. But this is actually a good thing, as it induces more friendly conversation.


A very important thing that took me years to actually follow through with, is STAY AT YOUR TABLE. As a newer maker at your first shows, it's impossible to NOT WANT to wander around and meet everyone and look at stuff. However, you'll get home and have 20 people contact you saying, "I came by your table to meet you like 5 times and you were never there." You are there to put your face out there with your work. Let the show goers see that. Soak up the time with makers you can before the show, after the show, or during REALLY slow times. It sort of sucks. I stayed at my table in TX the entire day Friday and Sat, didn't even leave to pee!!! And only got away a little tiny bit on Sunday--- so I flat out missed seeing knives from many of my friends and getting to visit with them.... But remember you are at the show to sell your work. :)


Something I forgot. Don't be TOOOOO NICE to people. I have had several different shows where people parked themselves in front of my table and even end up putting their stuff on my table. That is so inconsiderate!!! If a guy spent $3,000 to be at a show, he needs to sell his knives. It's hard to do that if somebody blocks all the other show goers from seeing your work. I like bs'ing with people so much, and am VERY rarely confrontational, that I never say anything... but regret it later. If a guy or group of guys wants to park there, either invite them to sit behind your table and visit.... Or come up with a friendly way to let them know to move the hell on... ;) (and let me know what you come up with so I can use it too! ;) ).

Have fun!!! :)
 
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You've got good advice so far. My best show tip is this: pay attention. Look at the other maker's tables. See what they have. See what sells. See where your pricing fits. See how your fit/finish compares. See how your leather work compares. At the end of the show, go to a couple of those guys whose stuff you like and ask them questions. Number one question: What can I improve on these knives? Listen to them. You may think they're wrong, but they're not. Pick the experts and take their word for it. I've only done two shows. First one I took 11 and sold one. Listened, payed attention. Second one (same show a year later), I took 12 and sold 9. My knives and leather were much better and my pricing was more on target, all because I had listened the year before.
 
No kidding here, it helps if your helper ( who is friendly, engaging and knowledgeable about the knives )

is an attractive woman.



Seriously

There are so few of them at a knife show, they stand out and are memorable.

Men can't help but notice them & the female customers already have a built in commonality and rapport.



If I'm looking to go back to your table, but can't remember where you were in a room with 4 beige walls and a sea of men

she will stand out like a lighthouse on the coast.
 
I really like Nick's reply... and the fact that he's honest about not always following his own advice.

I must say I'm surprised he is the only one so far that mentioned business cards and signage. I would have thought those were critical to one's success at a show.

I'm also surprised to see so few people offering advice on how to display the knives effectively. Maybe that's less important than I imagined, but I thought getting them up off the table was a great suggestion.

I'm also curious why nobody mentioned being able to secure the display should you have to step away... like lockable vitrines or other portable display cases. Seems to me you risk theft if you leave your display untended and unsecured.

In the past I've sold pocket watches at NAWCC conventions and all of the above were part of my bag of tricks. I'd also add you need to find a secure way to bring the knives into and out of the show that also protects them from damage in transit. You don't need a Brinks truck, but you should have something better than a cardboard box. At the NAWCC conventions, even though 99% of the folks were totally trustworthy, there were ALWAYS tales of people getting robbed before, during, and after the show.

- Greg
 
Awesome information! Very much appreciated!


Nick, very cool of you to bang out that big post, thanks man!
 
HaHa!!! Sam is right!!! I've actually had guys TELL ME the only reason they came by was to see Angi. A lot of ABS guys say they can't be at a show without wearing their cowboy hat.... I say I can't go to one without Angi now. ;) :)

Thanks Greg :) You have some really good/relevant thoughts. Most custom makers I know will ask the two guys on either side of them to watch his/her table while they step out. I've been to some shows where there were young kids (other makers' kids) who would go around and "table sit" for a small fee. Everybody I know that took them up on it, said it was a good idea.

Knives do get stolen at shows, but it's much more of a rarity than a common thing.

Displaying knives can be tricky. If you have something that puts the knives at good angles to show goers AND IS EASY FOR THEM TO STILL PICK THE KNIFE UP... then win/win!!! Trouble is, most display methods show the knife but make it hard to pick up and/or put back down. I can sell knives with photos, but where I consistently grab people is with the weight, balance, and handle shapes of my knives. If they don't pick them up, they don't ever experience that. When I first started doing shows, I had two huge elk antlers that were set-up on the table with slots in the tines that I would have the knives set into by the tip. People would always say, "Oh, I don't need to handle the knife, I'd never get it put back in there right."

I set my knives up on their Bill's Custom Cases pretty often, but the tips of my knives are ground very thin and sharp, and they end up getting stuck in the table cloth. A guy actually cut a 1.5" slice in the table cloth at TX picking the knife up... so I went right back to leaving them flat on the table.
 
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Starting to stray a bit, but what about a piece of nicely finished wood propped up with pegs positioned for knives and a little sleeve underneath each set of pegs for an info card? Or maybe even a see through pouch so you could put a few half post card sized cards under each knife with basic info and a photograph of it. I wouldn't put pricing on there, so if you change it you're not stuck with out of date cards, but I'm thinking along the lines of Avery products you print at home not custom jobs. Save the custom printed stuff for your main handouts and signage. This would just be a little data sheet on the knife with a good pic. That way someone shopping around can remember, "oh yeah, that one Remy had was 1084 with the pretty box elder and mosaic pins" and maybe they write down the show price on the back of it too.

For signage, see about a nice vinyl banner for the front of your table, or if your budget permits and you plan to do enough shows, a stand to go behind your table that's high enough to put the sign OVER your head while standing.

I definitely agree with the "women stand out" part. A nicely dressed lady, preferably in bright colors, who can at least discuss the basics of your work can do wonders. A lot of shows are kind of dim and grey, so the women wearing dark outfits don't stand out nearly as much as the blondes or red heads in bright colors. It doesn't have to be anything particularly sexy, just nice rather than trashy. Remember, she represents you too. In the knife making world budgets for independents probably won't support it, but most convention cities have model services with women who have experience doing these shows. They know how to dress, stand, talk and sell. I used to tease my dad that one of these days my mom would show up unannounced at a trade show and think he was cheating on her. Obviously if your spouse or GF is willing and outgoing enough that's ideal.
 
Burl Source said:
When people ask me something like "can you do any better on the price?"
I will usually reply with "What did you have in mind?"
If I get one of the hard core customers who says "What's your Rock Bottom price on this?"
I would say the same thing, just a little different "Sh@#, I don't know. What did you have in mind?"
Sometimes people just want a small discount so they can feel better about their purchase.
By letting them tell you what they want you have a better chance of making a sale.
If you answer with "I would take $XX.00", they are likely to reply "I'll have to think about it".

I used to get upset when people would ask for a discount.
When I started asking what they had in mind I found them to be a lot more reasonable than I had expected.
Plus, many times they would come back with a friend or to get something else because you treated them well.
Click to expand...

I can't wait to try these buying techniques on YOU!

I appreciate this thread. I'll be helping my buddy Greg Haile at his table in April at the OKCA.
 
I have yet to rent a table, so I can only speak as a show-goer. Here are a couple things that stood out to me.

Remyrw said:
Starting to stray a bit, but what about a piece of nicely finished wood propped up with pegs positioned for knives...
Click to expand...

Yeah, it looks cool! On the other hand, I've seen a couple makers who propped up their knives in a similar way, except they used raw chunks of birch and maple with the bark on... you guessed it, they specialized in "rustic" or period style knives, so that worked great for them.

Standing helps. But then again I've had some great convos with, and bought from, makers and vendors who happened to be sitting down and *gasp* eating their lunch. Point is, they were accessible. They smiled, said howdy, put down their sandwich and answered all my questions.

Being a carnival barker will not help. I walk right past those guys.

If I stop to look, saying "Please go ahead and pick up my knives, check 'em out! Careful though, they're sharp. :)" definitely works. It's not pushy but it shows confidence. A maker who's proud of their knives' feel and balance, not just the sparkle gets my interest. Big signs saying PLEASE DON'T TOUCH WITHOUT ASKING turn me right off. Note: I've seen both approaches from folks displaying a couple dozen tactical beaters, and makers who only have one or two $1000+ "safe-queens" on their table.

Another cool thing I've seen is makers with magnifying glasses on their table, handle pointing toward the customer side. Again, they're inviting you to pick up their work and examine it closely... shows confidence without being pushy.

As Nick said, you don't need a huge banner but you've got to have something with your name and location on it. Business cards are inexpensive but effective. So are sign-up sheets for getting on a mailing list, stickers, I've even seen a maker with a dish of M&Ms with her name on them.

If you want to limit the knives on your table, but still showcase a wide range of work, "digital picture frames" are awesome, inexpensive and don't take up much table space.

Be yourself. Unless you're a surly curmudgeon, or an abrasive jackwagon. :D

Avoid strong political statements unless you really want to limit your client base, but if you belong to ABS, KMG, AKTI, kniferights.org, NRA, Duck/Trout/Whitetails Unlimited etc, I don't see how a sticker or a few flyers on your table would hurt. There is a very strong chance that people attending knife shows are either members of or sympathetic to those groups.

A table with no one behind it is a deal-breaker. How can I buy if you're not there to make a deal?!? A knowledgable woman is probably best as said above, but you have to have someone with you. I realize you might need to go take a leak or get lunch or just hang with other makers, but if you can't bring along a friend or colleague to watch your table and answer questions while you're away, in my mind you're just not trying very hard.

I'm terrible at haggling and it makes me uncomfortable, but I'm open to it. Either way you have to set a limit. As a buyer, when I've asked for a better price on steel or materials, I've often been offered "Look, I can't give you a break on this, but if you really want that lesser item too, I'll knock off ten bucks on the total." Guess what, it worked and neither I nor the vendor felt like we were getting burned.
 
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NickWheeler said:
You've gotten some great replies here! :)

-Stand up as much as you can. People that are sitting get walked past. I have SUPER flat feet and my feet get sore pretty quick just from standing in one spot... but I NEVER sat down during the entire 3 days of the ABS Expo in Texas a couple weeks ago.


Have fun!!! :)
Click to expand...

Nick's post was full of great ideas I have repeated the most important. If you sit people think you do not care.
 
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